My friend, Bill Cook, posed an interesting question in a recent post about “The Revolving Door of Unaccountability.” He’s looking for opinions about the effects of high turnover in the sales management ranks.
Here’s my take…
Both top tier and bottom tier sales professionals tend to perform well or poorly pretty much regardless of the quality or [...]
Hold up a mirror before you answer that question…
The knee-jerk response of any self-respecting sales rep or manager is an indignant, “Of course I’m a change agent!” But, as anyone with a complex sell cycle knows, the biggest competitor is “do nothing,” and the underlying reason is the no-guts, change-resistant customer. If a sales rep [...]
Few things are more irritating than listening to some alleged professional duck, dodge and avoid responsibility. Over the last three decades, I’ve witnessed countless sales reps making all kinds of excuses and pointing their fingers this way and that. My goodness, the rep was certainly nothing more than an innocent victim of incredibly unique and [...]
In general, sales reps represent themselves as a pretty tough, resilient, independent bunch. I’m not so sure about that.
Virtually every time I work with a sales team to continuously improve its sales process, I run smack into a “they’re too delicate for that” problem. It’s never phrased that way. It’s always couched [...]
What’s the one thing, more important than everything else that a sales rep needs to keep in mind at all times? Todd Youngblood thinks that would be the Sales Rep’s Fundamental Responsibility.
Continuously move a greater number of larger opportunities through the funnel faster.
Pithy is powerful. Because of that, I’ve invested a good bit of time trying to boil down the sales rep’s responsibility into as compact a sentence as possible. Frankly, I thing the above statement is pretty darn good.
Obviously, closing a deal = success. It [...]
